A real-world story of how to improve your prospecting, lessons learned, part two

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October 19, 2009 by David Dassow 

We’ve been talking about lessons learned from one of the most successful pre-need sellers.  Click here for the first part of this series.

Lessons Learned #1
Successful Prospecting is done daily.  There are no gaps or excuses.  Each and every day prospecting for new business is done.

Lessons Learned #2
Do something every day that brings you closer to a sale.  Get more new leads than you burn.  Never have a net loss of leads.

Lessons Learned #3
Keep your lead box even in warmth.  Don’t warm up some of your leads while leaving other leads cold.  If your box of leads is 50 make sure you warm-up every lead.  Don’t make the mistake of treating some leads differently.  Treat them all the same and warm all of them up before working on what you think are the hottest ones.

Lessons Learned #4
Know when to hold ‘em, know when to fold ‘em.  In my book, How To Mine Your Natural Market, I talk about knowing when to throw away leads and when to keep them.  Treat leads like they are a dime a dozen.

Lessons Learned #5
Understand what a lead is.  A lead is someone who doesn’t own (cemetery/funeral arrangements) but is open minded to discussing it.  If your lead is not interested refer to lesson learned #4.

Lessons Learned #6
This is a one close business.  It is a soft one close business.  Don’t waste your time on “b” backs, “call backs”, and multiple presentations.  If you don’t get the sale about one in ten will purchase later.  It’s much easier to go after new leads.  Don’t chase the old stuff.  See lesson number 5.

Lessons Learned #7
The more people you see (presentations made) the more sales you’ll make.

Lessons Learned #8
A sales is made when the tension is broken. 

Lessons Learned #9
Nothing beats a focused pre-need seller.  A pre-need seller prospecting every day until leads are acquired and presentation(s) made is a key ingredient to six-figure income every year and a focused pre-need seller.

Lessons Learned #10
Get advice from successful pre-need sellers.  Ignore industry standards and do the opposite.  Whatever system you use and no matter what you do be sure and execute!  If you don’t execute the game plan you will not succeed!

Happy Selling!

David…

P.S.  Next time we’ll talk about my door-knocking test.  It’s been 7 – 8 years since I’ve door-knocked.  It started out as a two week test that’s turned into an additional two-week excursion.  You’ll get the good, the bad, the ugly.  You’ll hear about the sales, lead count, impressions and opinion of how you can do it and succeed.

P.P.S.  Members of How To Sell Pre-Need will have more access to my notes, scripts, and audio on door-knocking.  Members are defined as anyone who has invested in YOU.  You can get access by investing in your self with the Ultimate Package.  Click here for more info.

P.P.P.S.  Click here for a Special Life Time Membership Offer that includes the Ultimate Package

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